Boost Blog

The whole world is affected by COVID-19, whether it be impact to your work, business, or income, impact to your children’s school schedule, impact to your ability to travel freely or visit elderly parents, or[...]

Last week I wrote about the latest round of tariffs the US has levied on goods imported to China and how US companies can effectively employ messaging and preparation to pass along the higher costs[...]

Unless you live under a rock, you know that on May 10, the United States increased tariffs on billions of dollars of goods imported from China to 25%.  Because of this, many US-based manufacturers and[...]

I had a chat with a colleague recently whose firm sells a service on a flat-fee retainer basis into an industry that routinely buys time by the hour.  He is hassled by the client to[...]

I wrote sometime back about the drill and the hole:  “No one wants to buy a quarter-inch drill.  They want to buy a quarter-inch hole.”  (Read the post here.  It’s all about getting in the[...]

For clients who sell services, I always strongly recommend fixed-fee pricing wherever possible as long as you can properly scope the work.  In my experience, a fixed-fee pricing model generally results in higher profitability. All[...]

One question I am asked a lot at workshops and presentations is:  what about the “mark it up to mark it down” approach?  In other words, what if inflate my initial price so I can[...]

Scenario A:  We quote $5,000 to a customer for a list of products or services.  Customer says we need to be at $4,500 to win the business.  We agree to discount the deal by $500.[...]

Many companies are tempted to win new prospects and grow market share through what they consider “strategic discounting.”  There are a lot of rationalizations for this, and it usually involves a belief that we will[...]